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De‐Escalation In Decision Making: A Case Of A Disastrous Partnership

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  • Helga Drummond

Abstract

Decisions to persist with losing courses of action known as escalation have been widely studied, albeit mainly in an experimental context. Comparatively little is known about the conditions under which de‐escalation occurs. Utilizing a model of de‐escalation derived from the literature the present study examines, by means of a case study, a decision to withdraw from a losing predicament. It is concluded that while de‐escalation is likely to occur where the opposite conditions thought to be conducive to persistence apply, existing models under‐emphasize the importance of power. Accordingly a modified version of Bowen's two‐factor model is proposed.

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  • Helga Drummond, 1995. "De‐Escalation In Decision Making: A Case Of A Disastrous Partnership," Journal of Management Studies, Wiley Blackwell, vol. 32(3), pages 265-281, May.
    • Handle: RePEc:bla:jomstd:v:32:y:1995:i:3:p:265-281
    DOI: 10.1111/j.1467-6486.1995.tb00776.x
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    Cited by:

    1. Ronald Klingebiel & Peter Esser, 2020. "Stage-Gate Escalation," Strategy Science, INFORMS, vol. 5(4), pages 311-329, December.
    2. Oliveira, Luis & Johanson, Martin, 2021. "Trust and firm internationalization: Dark-side effects on internationalization speed and how to alleviate them," Journal of Business Research, Elsevier, vol. 133(C), pages 1-12.
    3. Anne Norheim-Hansen & Pierre-Xavier Meschi, 2021. "De-Escalate Commitment? Firm Responses to the Threat of Negative Reputation Spillovers from Alliance Partners’ Environmental Misconduct," Journal of Business Ethics, Springer, vol. 173(3), pages 599-616, October.
    4. Pauwels, P.F.J. & Matthyssens, P., 2002. "The dynamics of international market withdrawal," Research Memorandum 038, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    5. Shi, Wei & King, David R. & Connelly, Brian L., 2021. "Closing the deal: Managerial response to short sellers following M&A announcement," Journal of Business Research, Elsevier, vol. 130(C), pages 188-199.

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